High Performance Technology Salesfor Sales Professionals (5-day program)

High Tech Telesales: Selling more technology on the telephone

Close More Technology Deals

Negotiating with the Professional Technology Buyer

Major Account Management: Selling complex enterprise solutions

High Performance Leadership for Technology Sales Managers (3-day program)

ACERRA and CATAAlliance offer two technology sales performancecertifications to furnish technology firms with sales professionalsequipped with the most progressive selling techniques critical fornegotiating and winning complex technology-based contracts.

Performance Certificates for Technology Sellers

Call 1-866-678-8802 Register on-line: www.acerra.ca

Toronto - Calgary - Ottawa

Delivering business value to your customers

Technology sales are complex, demanding a balance of strategy, tactics and process that focus on developing strong agreement early in the selling cycle, and commitment that a decision will be made in a specific time frame.

ACERRA and CATAAlliance are pleased to announce the creation of ajoint program set to deliver innovative, best practice sales skills totechnology sellers. This certification program offers two tracks: a technology sales professional program and a sales management andleadership program.

Who should attend?Sales professionals

Sales and marketing executives

Sales managers

Sales representatives such as inside sales, telesales, and telemarketing professionals

Technical sales reps or sales engineers

Attend the 5-day Certificate Program:High Performance Technology Sales for Sales Professionals: Parts I & IICATA members, $2,475 Non-CATA members, $2,725

Attend individual workshops of your choosing:Technology Sales Professional IHigh Tech Telesales: Selling more technology on the telephone (1 day)CATA members, $545Non-CATA members, $595

Close More Technology Deals (2 days)CATA members, $1,090Non-CATA members, $1,190

Technology Sales Professional IINegotiating with the Professional Technology Buyer (1 day)CATA members, $545Non-CATA members, $595

Major Account Management: Selling complex enterprise solutions (1 day)CATA members, $545Non-CATA members, $595

Prices subject to GST

Part I. High Performance TechnologySales for Sales Professionals

The first three days of the program focus on new and proven ideas for achieving sales success in the current market. You'll learn how toshorten selling cycles, reduce sales objections, increase your averageorder size, and improve customer relationships with a balance of telephone, face-to-face, and electronic selling techniques.

High Tech Telesales: Selling more technology on the telephone (1-day)

Are you closing as many deals as you could? Find out why telesalesleaves many prospects cold and how you can plan for optimal telesalesperformance. Find more qualified leads, negotiating fewer discounts,and close deals up to 50% faster. You'll learn best practices for sellingsolutions to business problems by phone, gaining the edge you need towin more deals, consistently. Bring your most frustrating questionsand hear how a seasoned sales-pro handles them with ease.

What You Will CoverExecute a Perfect First Call - Every Time

Technology-specific openers that warm up those cold calls

Capturing the decision maker's trust at the outset of your call

Getting buyer's interested, even when they say they aren't

Reduce Your Sales Cycle and Stay in ControlCustomize your sales plan for each call and adjust it on the fly

Uncover the buyer's real business needs and purchasing process

Stop Prospects From Putting on the SqueezeHow to know if you're being used to get a better deal from someone else

Dislodge prospects from a fixation on larger, more entrenched competitors

Turn deliberations about money into conversations about value

Tele-tactics Closing techniques for managers, financial decision-makers, or if you’re selling to committees

The six most difficult and five most stressful client types, and what to do about them

Assess your current responses to common sales objections and getting call-backs

Knowing when "No” really means “Maybe”

In-class ExerciseApply the new tactics you've just learned, and get suggestions for using them as effectively as possible

Dates and LocationCalgary - April 16, 2003 Southern Alberta Institute of Technology, 1301-16 Avenue NWToronto - April 29, 2003Smart Toronto Technology Alliance, 74 Fraser Avenue8:30 a.m. to 4:00 p.m.

High Performance Technology Sales for Sales Professionals

Close More Technology Deals (2 days)

In today's selling environment closing technology deals cannot beabout wrestling your prospect to the mat at the end of a long sellingcycle. This workshop will challenge your ideas about traditional closingtactics. Discover the top reasons why most technology sales peoplefail, why your customers seem to be price shoppers and what to doabout it, how to eliminate “let me think about it”, why features andbenefits are costing you business, and how writing fewer proposals will help you dramatically close more deals.

What You Will CoverStep 1: Design the Sale to be Successful

The real reason you aren't closing more deals

10 critical secrets from consistently successful closers

Step 2: Execute the Close Mutual Engagement - the Art of Popping the Question

Discover strategies employed by trained, experienced buyers andhow to avoid deals that won't close

How to get prospects interested, even if they say they aren't

Questions to quickly uncover your prospects’ real buying motivation

How to know if you're being used to get a better deal with someone else

How to say “No” and keep the deal alive

How to know when to close

Step 3: Reinforce Your New IdeasInnovative tactics to handle even the toughest sales situations

Identify the six most difficult types of prospects and learn what todo about them

In-class ExercisesApply what you've learned specifically to your products and services

Get suggestions for optimizing your approach

Do the unexpected - get a different (and better) response

Take Home BonusCustomized closing “tool kit” complete with customized questions, tactics, scripts and the optimal closing model you can use in every situation

Dates and LocationCalgary - April 17, 18, 2003 Southern Alberta Institute of Technology, 1301-16 Avenue NWToronto - April 30 and May 1, 2003Smart Toronto Technology Alliance, 74 Fraser Avenue8:30 a.m. to 4:00 p.m.

Part II. High Performance TechnologySales for Sales Professionals

Building on the ideas mastered in High Tech Telesales and Close MoreTechnology Deals, you'll learn artful negotiation techniques for dealing withsavvy technology buyers and the best practices in managing complex deals.

Negotiating with the Professional Technology Buyer (1 day)

Learn how to negotiate with professional buyers, purchasing managersand legal teams that are primarily interested in getting the lowest costdeal, period! You'll learn how to determine your prospect's relativestrength or weakness by preparing yourself with key information beforethe negotiation starts.

What You Will CoverBecoming a Master Persuader

Negotiating self-assessment: What type of negotiator are you? What type is your counterpart?

How personality types impact communication and influence

The do's and don'ts for every major type

Seven negotiation no-no’s and 9 keys to successful negotiations

Understanding and dealing with the professional technology buyer

The Art of Win-Win NegotiationTwo basic negotiating strategies: Win-Win versus Win-Lose

Selling versus negotiating

What are the top negotiating challenges faced by technology sellers?

Win Before You StartSources of power in negotiations

Strengthening your position: solution, fit, value and politics

Assess your position and design a plan to move up

Let’s Get Ready to Play!Developing your negotiation strategy from start to finish

How to prioritize, make concessions, and gain the edge in high-pressure situations

What to do when the competition's price is lower

The top 12 moves buyers are taught to use against you

Putting Theory into PracticeKey lists to prepare in advance

Negotiation Preparation Worksheet

Dates and LocationCalgary - May 14, 2003 Southern Alberta Institute of Technology, 1301-16 Avenue NWToronto - June 3, 2003Smart Toronto Technology Alliance, 74 Fraser Avenue8:30 a.m. to 4:00 p.m.

5-day Program

Major Account Management: Selling complexenterprise solutions (1 day)

Selling complex, enterprise solutions to an international audiencerequires a high degree of selling skills, coupled with analysis, planningand leadership skills. This workshop offers global, national and enter-prise selling teams the strategic account management mapping andplanning tools needed for selling complex technology solutions in aninternational market.

What You Will CoverThe Plan

Why are we doing this?

Overview - Plan, execute, reinforce

Attributes and keys to successfully managing a complex, large dollar deal

The three phases of the major opportunity sales cycle

Awareness PhaseInitial qualification

The only three things decision makers care about

Executive sponsorship and centres of influence

Building an ideal customer profile and strategies to open doors

Awareness cycle tools and activities - Exercise

Analysis PhaseThe six buying roles

The “clout list” and the organizational buying-power map

Influencing decision criteria

Identifying vulnerability and SWOT

Questioning skills and verifying your answers

Building consensus

Proof PhaseThree forms of proof

Maximizing the perceived fit of your product to what the prospect wants

How decision makers decide?

Making the right type of presentation

When Things Don't Go as PlannedDanger signals

Tactics for when deals get stuck

Dates and LocationCalgary - May 15, 2003 Southern Alberta Institute of Technology, 1301-16 Avenue NWToronto - June 4, 2003Smart Toronto Technology Alliance, 74 Fraser Avenue8:30 a.m. to 4:00 p.m.

General InformationProgram hours

8:30 a.m. to 4:00 p.m. daily, 15 minute break eachmorning and afternoon

One hour for lunch

Courtesy ServicesWe confirm your registration in writing.

We remind you of your upcoming workshop by phone oremail during the week that precedes each session.

Special NeedsIf you or your group has special needs, please let usknow so that we can accommodate you.

Includes: instructional materials, continental breakfast and refreshments, and stationery.

Excludes: hotel accommodation and meals, transportation, and parking.

CancellationsYou can cancel or transfer your attendance up to twoweeks prior to each workshop for which you are registered.If have registered for the full program and choose toattend only individual dates, you will be charged theindividual session rate.

SubstitutionsYou may substitute one participant for another at anytime prior to the beginning of a workshop.

TelephoneOur Registration Hotline is (613) 232-0090. We will gladly take your request by phone and answer any question you may have. Calling us from out of town? Call us at 1-866-678-8802

E-mailRegister on-line at www.acerra.ca or e-mail us at training@acerra.ca

On-site TrainingACERRA workshops can be delivered off the shelf immediately or tailored to your specific training needs.

All participants attending either our public workshops oron-site sessions receive an Algonquin College Statementof Achievement.

For more information about on-site delivery, pleasecall 1-866-678-8802 ext 4533

High Performance Leadership for Technology Sales Managers (3-day program)

High Performance Leadership for Technology Sales Managers

Sales performance rises and falls on leadership. The stronger theleader, the higher sales rise; weak sales leaders cannot expect to produce strong results. In order to be a truly effective sales manager,strong leadership models must be developed. High PerformanceLeadership leverages your sales experience in the field to manage sales people, business, and technology for significant growth. Strongleadership skills will be mastered and used to motivate your teams to use skills that will improve bottom line results.

What You Will Cover

Planning

Defining Your Role as a Sales Manager Analysis—where are you today and where do you need to be

What it takes to be a successful sales manager

Setting direction and defining targets

Planning to Grow Your BusinessDo you have a plan to succeed?

Unique sales models for selling more in today's market

Profile your ideal client

Aligning Territory management, and Account Plans with company objectives

You are Accountable for Your Results!Accurate Forecasting

Revenue and Profits are both critical to your business

Accurately measuring results

Execute and ReinforceFiring and Hiring

What does the wrong hire really cost you?

How to fire someone properly (and legally!)

Up or out! Should they be coached or fired?

How to find the best people in both a competitive and swamped market

The right questions to get to the truth before you hire

MotivationThe model for optimal sales performance

How to motivate all sales people

Compensation guidelines and sales incentives

Finding performance problems and solving them

Coaching for Improved PerformanceObjectively measure what your team is really saying and doing

Is too much product knowledge harming your team?

Analysis and Measurement tools

The importance of the sales debrief

Using joint calls to improve the performance of your sales team

ResourcesBest Practice case study

Technology in sales

Reading lists

Dates and LocationToronto - June 5, 6 and July 9, 2003Smart Toronto Technology Alliance, 74 Fraser Avenue8:30 a.m. to 4:00 p.m.

Calgary: Fall 2003

CATA members, $1795 (plus GST) Non-CATA members, $1995 (plus GST)

About the Instructor

Colleen Francis is a proven sales professional with over a decade of direct selling and sales managementexperience in the technology, financial and automotive sectors. As an account executive, she successfullyreduced selling cycles, increased deal sizes, and consistently exceeded sales quotas. As a sales managerwith success in developing new markets, growing existing business and increasing profitability, she hasbolstered sales divisions (commercial and government) within start-up public and private firms in NorthAmerica. A risk-taker with a track record of success, Colleen “walks the talk,” inspiring confidence thather creative approach to selling will provide exceptional results.

“Colleen Francis is a top-notch sales pro who knows how to make progress in a difficult market. Bad economy. Government sales. Makes no difference—she can get the job done.”

- Paul Lemberg, Lemberg and Associates

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ACERRAManagement Training Services200 Elgin Street, 10th floor, Ottawa, Ontario K2P 1L5

REGISTRATIONBy Phone: 613.232.0090

If you are calling from out of town, phone toll free 1.866.678.8802

Easy online registration: www.acerra.ca

ACERRA is a Division of Algonquin College w w w . a c e r r a . c a